Clearly confident
Document Sample
Dental Workshop
Denver 2008
Your feedback has led to the
following improvements…
• Improved, easier pull-tabs on mouthrinse seals
• Thicker toothpaste tubes – increased strength &
durability
• Reinforced toothpaste caps to eliminate breaking &
more defined lip for easy flip-top opening
• Personal size (1oz) toothpaste available on Original
formula
• Personal size toothpastes have wider, easier-to-
grasp caps
• Double-strength mouthrinse bottles to
eliminate denting of corners & provide a
sturdier feel
• Shorter & wider mouthrinse base to
prevent tipping
• Larger Breath Spray gasket to prevent
leaking
• Label improvements for easier readability
Dental Workshop
Denver 2008
Jan Wares, RDH
• Graduate of Del Mar College
• Attended the Oklahoma
University College of Dentistry
• Dental office consultant
• Oxyfresh partner since 2006
Clearly Confident
The Oxyfresh Difference!
Extraordinary Dental Care Products
• Combination of unique ingredients
• Professional-grade, patented and proprietary formulas
• Support cosmetic services
• Clinically proven breath management system
• Support long-term periodontal maintenance
• Non-drug, alcohol-free alternative
• Over 20-year track record
Oxygene…
The secret weapon in fighting bad breath!
• Registered name for the proprietary ingredient (sodium
chlorite)
• Safe, non-toxic
• Used in water purification for over 50 years (eliminate
microorganisms)
• Neutralizes sulfur bonds (oxidation-reduction process)
• Completely eliminates odors caused by volatile sulfur
compounds
Volatile Sulfur Compounds
• Produced from bacterial by-products
• Dead cells, saliva, food, blood
• Source and cause of halitosis (bad breath)
• Increase permeability of epithelial lining
• Oxidizing agents – most powerful way to eliminate the
harmful effects
Alcohol in Mouthrinses
• Commercial rinses contain up to 27%
• Does not neutralize VSCs
• Alters pH balance
• Causes dryness
• Encourages more odor-causing bacteria
• Makes bad breath problem even worse
Alcohol in Mouthrinses
Responsible for…
• Irritation • Fatal poisoning in small
children
• Epithelial sloughing
• Increased risk of oral &
• Ulceration pharyngeal cancer in
• Inflammation tobacco users
• Painful oral sensations • Degradation of composite
resin and bonding agents
• Burning
• Dryness/dehydration
Alcohol
Contraindicated for…
• Children • Those undergoing chemo
or radiation treatment
• Pregnant women
• Ortho patients/braces
• Diabetics
• Smokers and tobacco
• Dry mouth sufferers users
• Those who want fresh • Recovering substance
breath abusers
• Those with cosmetic
dentistry
Academy of Dental Therapeutics and Stomatology Report
outlines the following suggestions following cosmetic restoration:
• AVOID alcohol-containing mouthwashes – may
soften composite (tooth-colored fillings) and porcelain bonds
• AVOID using highly abrasive toothpastes – may
produce unnecessary wear to enamel, root surfaces and dental work
• Use only a neutral sodium fluoride – stannous and
acidulated phosphate are NOT recommended as they may stain
and/or weaken bonding
Zinc Acetate
• Patented formula of Oxygene and Zinc Acetate
• Highly biocompatible
• Provides synergistic deodorizing effect
• Deodorizes against VSCs, VOCs, VAs
Excerpt from…
Oral Hygiene Products and Practice
Author, Morton Pader
“There is… a substantial body of evidence indicating that
appropriate zinc compounds, properly formulated into
oral hygiene products, can be valuable adjuncts to the
maintenance of a sound periodontal condition.”
Xylitol
• Natural sweetener found in fruits and vegetables
• Safe for diabetics
• Popular sugar substitute in Europe since 1970s
• Reduces cavities up to 80%
• Facilitates remineralization of tooth enamel
• Inhibits formation of plaque
Essential Oils
• Blended to add natural flavor
• Therapeutic benefits – cooling/soothing properties
• Comfort in the healing process
• Fresh and clean with no aftertaste (as with
chemicals and artificial flavorings)
Simplifying Key Benefits
• Super-concentrated = value
• Low-abrasion formula toothpastes = gentle
• Neutral pH mouthrinses = protect
• Alcohol-free = safe
• No artificial flavors = tastes great
• No dyes/colorings = non-staining
• Professional-grade = quality
• Patented & Proprietary formulas = exclusive
Oxyfresh Toothpaste
Confidence starts here!
• Low abrasion rate (RDA under 100)
• Saccharin-free
• Super concentrated (lasts 3-4 times longer)
• No artificial flavors or colors
Toothpaste
Original Formula
• Ultimate cosmetic formula
• Most gentle, low-abrasion paste available
• Relative Dentin Abrasivity (RDA) = 45
• Protects enamel, root surfaces and cosmetic
dentistry from unnecessary wear
• Great fluoride-free option
Toothpaste
Fluoride Formula
• Only paste in the industry that combines fluoride
with odor-fighting ability
• Cavity-fighting protection
• Neutral Sodium Fluoride (0.235%)
• Low-abrasion (RDA 91)
• Zinc acetate
Toothpaste
Power Paste
• One-of-a-kind, smooth gel formula
• Low-abrasion (RDA 97)
• Sodium Lauryl Sulfate (SLS) free
• Unique blend of essential oils (lemon, orange,
grapefruit, bergamot, lime, spearmint)
• Zinc acetate
• Xylitol
• Perfect for dry mouth sufferers and electric
toothbrush users
Tongue Cleaner
Complete oral hygiene!
• 80% oral malodor originates from the tongue
surface
• Brushing removes 45% of bacteria
• Tongue cleaner removes 75% of bacteria
• Oolitt and Oolitt Elite – patented designs
Tongue Cleaner
Oolitt
• #1 brand in the dental market
• Maximum comfort and function
Oolitt Elite
• Clinical Research Associates (CRA) rated most
favorable in dental industry
• Dual-action band
• Single-handed use
Oxyfresh Mouthrinse
The one-minute solution!
• Alcohol-free
• Professional-strength
• No dyes/colorings
• Formulated within neutral pH range
• Xylitol (except Unflavored)
• Essential oils
• Available in gallon (except Unflavored)
• Available in travel size (Power & Zinc)
Mouthrinse
Power Rinse
• Patented Oxygene and Zinc combination (twice
the amount as Zinc rinse)
• Unique blend of essential oils – stimulates
salivary flow
• Aloe – ultimate soothing benefits
• Ideal for dry mouth sufferers
Mouthrinse
Patented Zinc
• Patented Oxygene and Zinc combination
• Contains the most Xylitol of all the rinses
• Can produce a metallic taste for some
• Ideal for periodontal maintenance
• Essential peppermint oil
Mouthrinse
Fluoride
• Cavity-fighting protection
• Neutral sodium fluoride (0.05%)
• Essential peppermint oil
• Ideal for cavity-prone individuals
Mouthrinse
Fresh Mint Unflavored
• Excellent breath • Great breath control
control
• Uniquely unflavored
• Essential peppermint
• Ideal for those who
oil
are allergic to or do
not like mint
OxyCare 3000
Complete confidence!
• State-of-the-art oral irrigator
• Uses patented hydromagnetic technology
• 3,000 pulses per minute providing gentle
stimulating massage
• Conditions and tones tissues
• Excellent for non-flossers
• Ideal for cleaning around crowns, bridgework,
implants and braces
Oxyfresh Dental Gels
Soothing relief!
• Concentrated deodorizing
• Versatile tissue conditioning
• Blend of Aloe Vera, Chamomile, Xylitol and
Essential oils
• Alleviates and soothes oral wounds, abrasions,
burns, inflammation
• Ideal for dry mouth sufferers
• Excellent choice when enhanced healing is
required
Dental Gels
Super Relief Formula Fluoride Formula
• Zinc acetate • Cavity-fighting
protection
• Folic acid (cell
regeneration and • Neutral sodium
provides beneficial fluoride (0.22%)
nutrient to tissues)
• Spearmint oil
• Spearmint oil
Oral Hygiene Kits
Convenience!
• Custom designed
• Pre-packaged as a home-care system
• Power Kit
• Patented Zinc Kit
• Fluoride Kit
• Contains: Toothpaste (5 oz), Mouthrinse (16 oz),
Super Relief Gel (1 oz), Oolitt Elite, Breath Mints,
dental brochure, instruction card, drawstring bag
Travel Kit
Convenience on the go!
• Meets TSA guidelines for airplane carry-on
• Contains: Fluoride/Original Toothpaste (1 oz),
Power/Zinc Mouthrinse (3 oz), Oolitt Elite, Health
Brush, Breath Spray, BrushPicks, instruction
card, clear zippered bag
Coenzyme Q10
• USP grade (pharmaceutical)
• Grape seed extract (potent antioxidant)
• Vitamins B6, B12, C
• Oral health relationship
• Bioflavonoids
• Support heart health
Oxyfresh Extras
Fresh Breath Mints
Xylitol, saccharin-free
Breath Spray
non-aerosol, alcohol-free, refillable stick,
Power Rinse formula
Benefit Brush
triple-head, ADA accepted
Oxyfresh Extras
Health Brush
soft, small, compact head with protective cap
Whitening Gel
19% carbamide peroxide, hydrated, neutral pH
BrushPicks
plastic interproximal pick, brush-design on one end
“There’s always a silent, powerful force at work
when salespeople believe the value they create
outweighs the prices they charge. This attitude
is communicated unconsciously – giving power
to salespeople and confidence to customers.”
- Ron Willingham
Dental Workshop
Denver 2008
Tracy Butler, RDH
• Honors graduate of Palm
Beach Community College
Dental Hygiene Program
• Success coach, speaker,
author and CEO of CSI,
LLC
• Partner with Oxyfresh since
2000
Dental Market
Understanding
How and why Dental is a viable market
Dentist Retirement Survey
Published by Jim Du Molin of the Wealthy Dentist
• Only 13% of dentists replied they are on track
financially and will retire completely once their
monetary goals are fully met.
• 1 in 5 dentists would like to retire but aren’t sure
they will be financially able to afford it.
Dentist Retirement Survey
Published by Jim Du Molin of the Wealthy Dentist
• Female dentists were nearly twice as likely as
their male colleagues to worry that they will not
be able to afford to retire.
• Rural dentists are almost twice as likely as their
urban or suburban counterparts to say that they
doubt they will be financially able to retire.
It’s a Boomer Market
According to the Demographic Profile of American Baby
Boomers (MetLife Mature Market Institute)
• Baby Boomers make up merely 30% of the
population
• Annual spending power of over $2 trillion
• 49% male / 51% female
Baby Boomer Spending...
• Vanity and convenience are prime motivators
• Biggest indulgers in anti-aging assistance
• Eating up cosmetic enhancements
• Spend 1.5 times more annually on personal care
products and services than younger adults
Statistics in Dentistry
• By 2010, the majority of dental school graduates
will be women
• The average dental office in the US grosses
$500,000 a year, and each dentist’s net is only
$130,000
• It is estimated that consumer spending on dental
care basics (toothpaste, mouthrinse, floss) is
roughly $2.7 billion annually
Statistics in Dentistry
• According to the American Academy of Cosmetic
Dentistry (AACD), tooth whitening has increased
by 300 percent in the past 5 years
• 85% of dental offices now offer cosmetic
procedures as part of their practice, with half
reporting a steady increase in the amount of
cosmetic procedures performed over the past 3
years
Trends in Dentistry
• Emphasis on cosmetics
• Minimal invasive dentistry (preserving the enamel)
• Retailing is common
• Digital and laser technology
• Moving away from drugs and chemicals and into
safer more natural products and ingredients
Trends in Dentistry
• Patients on multiple medication regimens
• Treating immuno-compromised patients
(chemo and radiation, auto-immune disorders)
• Increase hygiene profitability
What Dental Professionals Are
Dentists Interested In... Hygienists
DENTISTS HYGIENISTS
• Enhance quality patient care • Enhance quality patient care
• Set practice apart • Recommend products they
love and their patients love
• Be competitive by offering
state-of-the-art products and • Recommend products that
services support their therapy
• Team to be motivated • Interested in their own dental-
related business
• Be profitable
• Looking for alternative
retirement strategies
Oxyfresh... A Natural Fit For Dental
Professionals
• Enjoy teaching and educating others about
health and wellness
• Enjoy leadership opportunity
• Natural networkers / large networks (pro chat
forums, conferences, study clubs, member of
their pro organization)
• Enjoy contribution and service-oriented
involvement
Oxyfresh... A Natural Fit For Dental
Professionals
• Leading RDHs are interested in owning a dental-
related business
• Most DDSs today are realizing they are unable
to rely on the sale of their practice for retirement
What Makes Us Unique?
• Complete home-care program/system (we’re not
random individual products)
• One program to fully support all cosmetic,
whitening, breath control and long-term hygiene
care patients all with the option of fluoride or
without
• Pioneers of alcohol-free
• Combination of ingredients found nowhere else
What Makes Us Unique?
• Product development and support by dental
professionals
• Exclusivity – products are not found in grocery
stores or markets
• Track record – product and program of choice
of leading DDSs/RDHs for nearly 25 years... You
can’t beat that!
• Colleague Referral Program
Now That We’re Clear About
Opportunity...
How do we get a piece of it???
Identify Your Target Market
• Cosmetic dentists
• Dental spas (aromatherapy, massages, relaxation
chairs)
• High-tech (offering Zoom whitening, Invisalign,
laser dentistry)
• Established hygiene department (multiple hygiene
practice)
Identify Your Target Market
• Practices retailing product
• Female dentists
• Ortho/Pedo – untapped!
Ways to Target
TRADE SHOWS CE SEMINARS
• Large dental conventions • Smaller intimate groups
• Costly • Study groups/dinner meetings
• Time consuming • Less expensive
• Not duplicable • Recommended to do with an
experienced upline partner
• Often attendees are there to
purchase equipment, attend CD • Local is ideal
coursework and not to “shop”
• Can often provide a slide to the
presenter if the material is a fit or
even speak briefly
Advertising
DENTAL AD CO-OP OPPORTUNITY
• Corporately sponsored • Classified ads
• Consistent message and • Inexpensive
look
• Heading is key
• Professional
• Keep it short and simple
• More advertising for your $
• Grab their attention
• Offer FREE packet/report
Email/Fax/Mailing Lists
• Keep it simple
www.drLists.com • One piece at a time/single-
www.mmslists.com page
• Subject line/heading is key
• Attention grabbing
• Lead with a solution and
benefits
Don’t Forget About Your
Retail Customers!
• Already satisfied customers
• Great source of referrals
• Who is their dentist and hygienist?
Challenges To Address First...
What We Make Up About
Dental Leads...
• I have to be a dental professional
• I have to know all the ingredients
• I have to speak dental
Dental Professional or Not!
PHARMACEUTICAL SALES REPS DENTAL SUPPLY CO REPS
• Are not MDs or RNs • Are not DDSs and in most
cases not RDHs
• They are trained to offer
• They are trained to offer
solutions (in the form of drugs)
solutions (in the form of
to medical facilities and doctors’
products and services) to a
offices
dental practice
The Truth...
• Dental leads are really no different than any other
prospect lead
• Cannot be intimidated by the title (DDS, DMD,
RDH)
• You are the expert in the Oxyfresh opportunity
(hold yourself that way)
• Own the value of what you are offering: solutions
in their practice and financial opportunity
If You’re Stuck in What
You’ve “Made Up”...
• Speaking in warp-speed clinical jargon
• Focusing on heavy technical terminology
• Telling them things you can’t back up
• Telling them about all ingredients
• Along with the chemical formula for Oxygene
• And, how hydromagnetics really works
If You’re a Non-Dental Professional Doing
This...
• You sound like you’re speaking in tongues
• You have lost all credibility and respect
• You have lost them as a valuable prospect and
you can forget about asking for referrals
• Keep in mind... This is not what we teach
And, If You Are a Dental Professional
Doing This...
Is it any different???
(Just imagine someone doing it to you)
Big NOs
• Never bash competing products
• Never push to get an office to switch everything
over to Oxyfresh (unless that is what they say
they want to do)
• We are NOT a drug – don’t make claims (share
personal experiences)
Big NOs
• We are NOT “all natural” (Oxygene) – we have
natural ingredients
• Stay out of the scientific debate – easy to do
when you’re not making claims!
BIG Missing...
• Focused on features
• Not focused on the prospect
• Telling and not asking questions
• Not in control of the conversation... No matter
how much you think you are
So, Ask Yourself...
• Who am I being when I’m in conversation with
Dental Professionals?
• What am I saying?
• What am I asking or not asking because I’m too
busy telling?
• What language/terminology am I focused on in
my conversation?
Know Your...
• Market
• Prospect
• Product/Opportunity
People Buy Based On Two
Primary Reasons
1. How it (product or service) makes them feel
(i.e., test drive a car)
2. If it offers a solution to a problem
In Oxyfresh...
What is the customer/prospect ‘buying’???
They are buying YOU
(being in business or doing business with you)
So, the Question is...
How do you make your prospects feel?
• Heard?
• You have integrity and you follow-up when you
say you will?
• That you’re sincere?
• Interested in their needs and wants?
• Enthusiastic and motivated?
• Offering partnership that you enjoy?
When You Are All Those Things...
• You shift
• Your conversation shifts
• You tap into your creativity
• You and your product/service/opportunity
becomes attractive
You Move Into...
• Offering solutions that solve a problem
• Painting a picture of what they will gain by doing
business with you
• Creating opportunity that is mutually beneficial
• Adding value to their practice and their patients
• Adding value to their life with an unlimited
financial opportunity
Invaluable Tips...
• Always set up time outside the practice setting
(too distracting and you’re on their turf... They’re
in control)
• Always do your homework... Know your
prospect (if it’s a dental office or dentist – check
out the website)
• Always offer the colleague referral program in
the initial conversation (not just throughout and
not as a surprise)
How To Start The Conversation
“Dr. Bonner / Mary Lou (RDH), there are
two aspects to Oxyfresh...
“One is the in-office clinical program, which
offers passive income by dispensing
customized home care for your patients,
which requires no additional chair time or
dentistry.”
Conversation
“The other is the optional colleague referral program,
which offers royalty income outside the office
through referring colleagues and others to
the program.
“Is that something that may be of interest to you?
“Which program would you like to focus on during
our meeting?”
Let Them Decide
CLINICAL PROGRAM COLLEAGUE REFERRAL
• “Great! Lets focus on getting • “Great! Lets focus on what that
the clinical program could look like for you.”
successful.”
• The conversation is no different
than any other prospect
• Find the missing... Offer a
solution to a problem
• LEAPFROG! They know
hundreds of dentists (who each
employ at least 1 RDH)
What is Passive Income?
• Increased profits to the bottom line without…
– Seeing additional patients
– Adding more chair time
– Doing one more procedure
Passive Income
In perspective...
Considering the overhead most practices are faced
with (70%), it would take nearly $100,000 in
additional dentistry (chair time, procedures,
patients) to generate a $25,000 profit!
Questions to Ask... Clinical Program
• How much of your time is spent doing cosmetic
and whitening services?
• What are you recommending to those patients for
home care?
• How is it working?
• What do you think your patients buy in the stores?
• Would you be interested in a program that will
preserve your dentistry, keep it looking great
longer and generate profit in your practice?
Focus On...
• The trends
• Cosmetic support
• What makes Oxyfresh unique
• Where there is a fit – solution
• Asking questions that stimulate their why
(discovery)
Focus On...
• Building rapport, trust and your desire to provide
value to them and their practice
• Showing the profit potential
No Matter What The Answers Are...
• They may decide to use other products as well as
Oxyfresh... And that’s okay
• There’s always a fit for Oxyfresh – understand
what makes us unique
• It can be a lead program or a complementary
program to one they already have
• Give them that freedom... Opens the door... You
become a different experience for them
No Matter What The Answers Are...
Don’t be desperate, needy or greedy...
It’s unattractive!
Dental Leads
Making the Initial Contact...
Understand when you have a lead their
response indicates...
• YES, I have a need or a want
• YES, I’m interested in this
• YES, I’ll talk to you about this
Your responsibility is to then determine whether or
not your opportunity/product can help satisfy them
Requires Doing Some Homework First!
• Know your prospect, if possible (if DDS, visit
website)
• Identify your lead (RDA, RDH, DDS, DMD – get
it right)
• Gather any and all info provided (phone
numbers, email address, best time to call) and
honor all preferences listed
Requires Doing Some Homework First!
• Identify the publication/issue – know the pub (go
online and check it out)
• Know what they are interested in or requesting
(ideal to see the actual ad/feature, if possible)
Resource Material
• Dental Training Manual (stock #9149 / single $5)
• Oral Health Brochure (stock #919 / 20-pack $5)
• Your Next Appointment is Waiting (stock #682 /
10-pack / $10)
• Dental e-newsletters (downloadable from
OxyDental.com under Articles & Research)
Resource Material
• OxyDental.com Articles & Research section
• Dental Product Training Calls: (1st Wednesday of
every month)
Resource Materials
Oxyfresh.com – Resource Center
• Great Articles . . .
– A Natural Fit
– Inspired Hygienist
• Flyer
– Oral Health Care Products
And now...
Dental Prospecting Folder
stock #9825 / 10-pack, $50
Know Who’s On Your Team
• Who can you call on for 3-ways and when are
they available? (upline, crossline)
• Who can you call on for third party credibility?
(upline Dental Professionals)
• Who is mentoring or coaching you?
Know who these people are and use their
experience to support you!
The Call
ALWAYS...
• Make personal contact
• Identify WHO you are and HOW you got their
number
• Ask if this is a good time – if not, honor it!
• Set a follow-up before hanging up (give 2 options)
Call Considerations
• May take several attempts
• Be very clear about other people’s busy lives,
schedules and overwhelm
• “Gestation time” to building rapport
• Make positive interpretations around any
challenges in attempting to reach someone
(supports you – honors them)
Email
• Great for dripping
• A thank you for their time
• As a follow-up to a VM message
• If personal contact is not an option
• It is how the prospect prefers communication
Goal is to Identify...
What benefits they gain from your product/opportunity
Comes out of identifying their WHY!
Becomes an “interviewing process” not an
interrogation!
Don’t come to the call with a list of questions... know
what you’re attempting to identify and allow a
natural flow to the call... Build rapport!
Questions to Ask
• “What was it about the ad/feature that
prompted you to call/respond?”
• Listen carefully and follow based on their
response (not your desire to tell them all about
Oxyfresh)
• “Great, tell me more about that!”
Questions to Ask
• If it’s product related, “What have you been
using?” (personally and with their patients)
• “How is it working for you?”
• Ask questions that allow them to determine how
Oxyfresh can be a fit/solve a problem a need or
want
Don’t Forget...
Colleague Referral Program
“Mary (RDH), I know your initial interest is primarily
around the breath spray so I want to make sure I
cover all your questions around that and I don’t
want to miss sharing another aspect of Oxyfresh
that you may see as a tremendous opportunity.
“Oxyfresh offers something unique that you can’t
find with other companies...”
“A chance to do what you already love to do – teach
patients and other colleagues about safe and effective
home care without being an employee.
“Oxyfresh offers the ability to create a secondary
income stream to support you in designing more
flexibility and freedom in your work and life. There are
thousands of other dental professional that have
already discovered this program and have been very
successful.
“Is this something you may have an interest in learning
more about?”
What Do I Send?
PRODUCT INTEREST (initial) PRODUCT INTEREST (supportive)
• OxyDental.com • Dental Prospecting Folder
• Dental Care Products flyer –
great cover and quick intro to
product line
• OH Brochure – great for
product overview
What Do I Send?
Opportunity Interest
• Your Next Appointment is Waiting brochure
• Inspired Hygienist article
• If local, set up one-on-one presentation (3-way
call)
• Invite on calls and to events
Drip
• Ask to include them on a monthly or quarterly
update
• Send one piece (dental e-newsletter, a Visions
article, product special)
• Always return to their WHY
• Send links from the website
• Invitation to events or calls
The “Sample” Debate...
• NOT cost-effective
• Seen as another sales rep
• Take “sample” out of your vocabulary... Everyone
thinks of a sample as FREE and a Dental
Professional will think you are now going to give
them FREE samples for all their patients
• No value in that
• What are you getting in return? Why do you want
them to experience it?
It IS Key For a Dental Professional to
Personally Use
• Willing to send a personal size of the product
• You have a request...
“Mary, please use the toothpaste in place of what
you’re currently using for 6 days and then try to go
back to what you were using before. I will call you
on the 7th day and I’m interested in finding out
how that experience is for you.”
“Would you be willing to do that?”
“GREAT!”
Here’s Something to Keep in Mind...
• The overwhelming majority of Oxyfresh’s retail
customer base orders the dental products
(toothpaste and mouthrinse) and they have for
25 years
• They pay TOP DOLLAR – Oxyfresh’s suggested
retail price + freight + sales tax
THAT is an extraordinary product that does that!
Realize...
Boundless opportunity exists!
• They are always a source of referrals (especially
if you’ve come from a place of honoring them)
• They can become a loyal customer or a
business partner (both are GREAT!)
• They may or may not get product in their
practice (and, it doesn’t limit their opportunity –
leapfrogging)
Dental Workshop
Denver 2008
Dental Panel
Mary Lou Vollmer, RDH
• From Castle Rock, Colorado
• Regional Marketing Director
• Graduated from the Colorado
School of Dentistry in 1975
• Member, American Dental
Hygiene Association
• Oxyfresh partnership since
1989
Mike Bonner, DDS
• From San Antonio, Texas
• Worked closely with
research and development
of CoQ10
• Graduated from University
of Texas Dental School in
1995
• Co-author, The Oral Health
Bible
• Oxyfresh partnership since
1991
Anne Duffy, RDH
• From Charlotte, North
Carolina
• Master Marketing Director
• Earned her RDH in 1974
at Ohio State University
• Editor and publisher of
Dental Entrepreneur
Magazine
• Oxyfresh partnership
since 1995
Don Vollmer, DDS
• From Castle Rock, Colorado
• Regional Marketing Director
• Graduated from Creighton
University Dental School in
1962
• Member, Denver Academy of
Restorative Dentistry
• Oxyfresh partnership since
1989
Michelle Amiel, RDH
• From Delray Beach, Florida
• Senior Marketing Director
• Earned her RDH in 1977 in
Montreal, Canada
• Works as a team building,
leadership and practice
management coach
• Oxyfresh partnership since
1995
Dental Workshop
Denver 2008
